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wrap (front and back) pages featuring the newest offerings The catalog contains some forty-five hundred auto books and related items and several million copies are mailed annually
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This is a career that can often grow out of collecting Interest in a particular vehicle can lead to collecting literature on that subject and selling or trading duplicate items to others This can be turned into a business, buying and reselling auto literature of all kinds Doing so requires space, organizational skills, and eventually computer capability for inventory control Bob Johnson of Framingham, Massachusetts, took a different route to a business that now includes eighty to ninety tons of literature Hooked on cars in the 1950s through his father s interest, this one-time self-employed business consultant to the Small Business Administration started by buying a collection of old auto parts to resell A friend who had literature for sale looked at these bulky parts and said, Bob, why don t you buy my paper [trade term for literature] It makes more sense in terms of space I did, and that was the start Bob Johnson shifted his business into high gear with one bold move He bought the complete auto literature collection from the estate of a New Jersey enthusiast The collection weighed about sixty tons and filled three tractor-trailers In the intervening years, he has seen his paper inventory and his business grow tremendously Agricultural equipment is a big thing now, Johnson says Prices are going up on old tractors and mechanical farm implements and the paper for that equipment is enjoying a healthy market Paper selling is a pure form of capitalism, Johnson adds Car collections come and go Scads of collector cars change hands every year New buyers are looking for the paper related to their cars
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A lot of car interest is age related, and tastes for particular models and years of cars change as the tastes of an individual change Says Johnson, All of a sudden, he or she wants a brass car something made prior to 1916 and the advent of electric lights So the brass market is another growth area That s a wonderful era There was a lot more art, a lot more care, put into older auto literature There s great work in a lot of early paper This business is quantitative You have to be sensitive to change, Johnson asserts You do this by being very much aware of what people want, and then you try to supply that market Keeping up a supply is key For instance, business has boomed in the last several months I have a lot more volume in buying and selling Johnson buys paper at auto and memorabilia auctions, where he is among the country s top buyers He buys collections privately as well and has made purchases from individuals, auto dealers, and even car factories There are times when buying desirable paper means having to take what isn t so good; paper is often sold in large lots and must be sorted through for the important pieces He prefers to buy by telephone If I travel, I have to subtract my travel costs from the amount I m willing to pay I let the seller know that Johnson now has two full-time employees plus a third parttime He keeps changing his ads in Hemmings Motor News and other publications to reflect his latest acquisitions, many one-ofa-kind or rare items When I bought that huge collection in 1986, it was in complete disarray, he recalls I organized it and maintain my inventory with my staff, the computer, and my own layers of knowledge I try to see everything once, when it comes in That way, I get a feel for it what a fair price is and how well it might sell If you touch something, you tend to remember it More than 90 percent of Johnson s sales are by phone He and his staff have phone extensions throughout the warehouse Rela-
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